Commercial Mortgage Fraud and Appraisers' Responsibilities

This article focuses on common methods of deception used in fraudulent schemes involving commercial properties and land.

The appraisal profession in the United States originally emerged to correct the financial abuses leading to the bank failures and Great Depression of the 1930s. It is implicitly understood that appraisers exist to protect the public, and the Uniform Standards of Professional Appraisal Practice (USPAP) were created to codify this purpose. Nevertheless, many appraisers today are unprepared to detect the mortgage frauds bringing down whole financial systems, while other prominent appraisers even opine that fraud prevention is outside the scope of work expected from appraisers, believing that lenders “get what they deserve”. The ongoing world financial meltdown has indeed punished careless lenders, but unfortunately leaves the general public and taxpayers suffering the consequences. The public deserves better than this. Now is the time to make fraud prevention part of appraiser education and professionalism.

Nowhere in appraisal textbooks do we teach new appraisers a fundamental truth about human nature -- that people often lie – especially to get money. The appraiser needs to be aware of this human foible whenever he relies on information from other parties.

Fraudulent information compromises the appraisal processThe Information Technology industry has a saying, “Garbage in, Garbage out”, meaning that even the best systems of analyzing information produce flawed results when data input is flawed. Fraud and deception compromise the data input into the appraisal process. Ipso facto, what better way is there to start the appraisal process than with a search for the truth?

Professional standards inadequately address fraud preventionToday’s professional standards for appraisers place more emphasis on protecting the appraiser from liability, with the use of assumptions and limiting conditions, than in protecting the client from the dishonesty of a property owner. USPAP does not prescribe measures for fraud prevention, nor does it present standards for property inspection, which is where fraud prevention due diligence essentially starts. New “scope of work” rules first appearing in the 2006 version of USPAP can further lessen an appraiser’s accountability to clients, as most clients are at a negotiating disadvantage with appraisers in determining the proper scope of an assignment, being less knowledgeable than appraisers about possible appraisal and due diligence options. On one Internet appraiser’s forum, for example, an appraiser announced her decision to “scope away” the less pleasant aspects of appraisal assignments, and appraisal work can sometimes be tedious and unpleasant, whether it is inspecting and/or measuring large, multi-tenanted properties, or verifying rental income.

Many of us as appraisers take pride in being incorruptible guardians of truth and objectivity, earnestly and endlessly debating ethics at our various meetings and on-line forums. How incongruous it seems, then, that so many appraisal reports contain an exculpatory Assumption and Limiting Condition that reads, more or less, as follows:

“No responsibility is assumed for accuracy of information furnished by the client.”

Such a statement begs the question, “If the appraiser will not protect the client against fraud and deception, who will?” Down the line there may be federal criminal investigators, district attorneys, and bank examiners who emerge long after the fraud is perpetrated and the money lost. Nevertheless, there is no one more uniquely situated than the appraiser to protect clients against fraud and deception relating to the appraised property before a bad loan is funded, particularly in this day and age of remote lending by national lenders. My lender clients do not typically see the property that they are lending on. They and the public depend upon me, as the appraiser, to protect them from misrepresentations.

What is the appraiser’s responsibility?Mortgage fraud is at an all-time high, so it behooves appraisers to be more alert than ever to misrepresentations. Some appraisers feel that following minimal USPAP standards is the extent of their obligation to clients; others care enough about clients to take extra steps. The less conscientious appraiser should be aware, however, of the sobering statistic that failure to verify factual information is one of the six most common reasons that appraisers are sued. This is the Achilles heel of the appraisal profession – reliance on inaccurate information from biased parties. Even if assumptions and limiting conditions legally exculpate the careless appraiser, that appraiser will still need to employ an attorney for his own defense if sued, and professional liability insurers are becoming increasingly reluctant to defend negligence so gross as to be considered fraudulent, such as failure to disclose previous sales of the subject property per USPAP Standard Rule 1-5(b).

Legal PrecedentsIn fact, there has been a legal precedent for finding appraisers liable for losses caused by failure to verify, as in FSLIC. v Texas Real Estate Counselors, Inc. (1992). In this case, the appraiser was found liable for 1) failing to verify the alleged completion of improvements on the property, and 2) failing to disclose reliance on unverified data, when presenting estimates of value and effective age for the subject property.

In Fusco v. Brennan, the Superior Court of Queens County, New York, held that an appraiser's failure to independently verify the data supplied to him was so negligent that it warranted an inference of fraud, maintaining that the defendant had a duty to all possible investors to inform them of the type and source of data used and the extent of information omitted. Degrees of fraudulent intent

The face of mortgage fraud, as depicted in the media, is that of organized rings of “flippers”, who buy low and sell high, using “straw buyers” who default soon after loan origination. This media depiction, whether it is in the newspapers or on The Sopranos television drama, distracts the public from more common types of fraud which still trick lenders into lending more money than can adequately be secured by the appraised property and its cash flow, but where there is still an intent by the borrower to repay the loan if everything goes well. The borrower usually commits fraud in order to control real estate with little or no cash down. By minimizing cash equity in his property, the owner earns a high return on investment if the value goes up, and he can pay back the loan. But if the value goes down, because he has no equity in the property, he has nothing to lose by abandoning the property and defaulting on the loan. This is a borrowing strategy commonly taught in the thousands of “no money down” seminars held across the U.S. every year, but this is tantamount to gambling with other people’s money, as the lack of adequate equity “cushion” and debt service coverage significantly increases default risk.

As a recent example, Florida attorney John Yanchek and developer Michael Tringali pleaded guilty to an $82,700,000 fraud against federally insured banks BankAtlantic, Mercantile Bank and Orion Bank regarding loans on land in the Sarasota area. As the closing attorney, Yanchek concealed that the buyers were not contributing equity to these land purchases and were actually receiving cash back from loans in excess of 100% of the value of the properties. When the Florida land market turned downward, the loans defaulted. Yanchek pleaded guilty to conspiracy, money laundering and making false statements to a federally-insured bank in connection with a commercial loan. The latter of the three charges relates to section 1014 of Title 18 of the United States Code which declares mortgage fraud to be a federal crime, encompassing anyone who willfully overvalues any land or property, or knowingly makes any false statement, for the purpose of influencing a financial institution upon a loan application, purchase agreement or other related documents . A violation of this federal fraud statute is punishable by up to thirty years imprisonment and a one million dollar fine.

Inherent conflicts of interest in the mortgage lending systemComplicating the ethical environment today is the practice of compensating loan originators based on loan volume rather than loan soundness, and the recently increased reliance on third party originators (loan brokers and conduit lenders). Even staff loan officers can and will commit fraud against their own employers if their compensation program rewards them for such behavior.

Common areas of deception and recommended countermeasuresHere is a summary of common areas in which appraisers are deceived:

Most of the following examples are from actual practice and are not associated with public or legal documents, as a potential fraud or deception was averted. Rules of confidentiality preclude greater specificity in these instances.

1. Deceptive purchase agreements.First and foremost, the question should be asked, “Is this purchase real?” Various studies have consistently reported that appraisers estimate values identical to purchase prices in 96 to 97% of instances, a habit that is quite well known to fraudsters, so much so that creating deceptive purchase contracts is taught in the many “No money down” seminars held for novice real estate investors and real estate sales agents.

An appraiser should also consider the possibility that the purchase itself is not an arm’s length transaction, but a pocket-to-pocket transaction with the buyer purchasing a property that he already owns.

A doctor in the Atlanta area, for instance, fooled a lender into lending too much money on an apartment property with the use of a double escrow – an escrow process in which two purchases are accomplished at one time. Using an LLC (limited liability company) that he controlled, he bought the property from the seller for $1,800,000, and then sold the property to himself for a price of $2,700,000. This latter contract is the one he submitted with his purchase loan application. He was able to buy the property for no money down and then practice “skimming”, which is when the owner collects as much as income as possible from the property by cutting expenses and services, before unhappy tenants move out, net cash flow becomes negative and he defaults on the loan. Because he tricked the lender into lending 100% LTV (loan-to-value ratio), he has lost no money, plus he gains all the income skimmed.

In a recently published case, a Connecticut man, Edward Safdie, created two LLCs to accomplish a same fraud. Operating as 318 Main LLC, he purchased the Inn at Cheshire for $2,350,000 and then transferred the Inn to Quantum 318 LLC (wholly controlled by himself) at a much higher price, securing $3,500,000 in loan proceeds, and then another $1 million in loan proceeds. The defrauded bank, Beal Bank, ultimately foreclosed on the Inn and sold it for $2,450,000, incurring a loss of over $2,000,000. Safdie currently awaits sentencing in which the maximum possible prison term could be 50 years. Unfortunately, Safdie is already 70 years old.

It is not usually possible for an appraiser to prove that a particular purchase transaction is deceptive or fraudulent, but an appraiser needs to be suspicious in instances in which the purchase price is not supported by comparable sales. Too many appraisers, though, treat a contract purchase price as prima facie evidence of market value, and end up using flawed reasoning to adjust the comparable data to fit the purchase price.

The following excerpt from an escrow instruction document (Figure 1) shows what sometimes happens behind the scenes. In this particular purchase transaction, a Kansas City apartment building was being purchased at a price per unit seemingly 50% above comparable sales, in a particular zip code which often leads the nation in apartment building foreclosures. By using a fake cash down payment, the purchase price had been inflated from $3,732,500 to $4,475,000, although the net cash deliverable to the seller remained the same.

FIGURE 1

In another case, in which several hundred acres of land in New Mexico were being purchased at a price seemingly three times as high as similarly zoned comparable sales, it was observed that the seller had made a transfer of ownership to an LLC several months before at an undisclosed price. The buyers had an internet web site advertising services as “transaction facilitators”, in which they could form a joint partnership with the seller before officially purchasing the property. This could have explained the nature of the previous transfer of ownership, making the current purchase transaction a sham.

Even genuine purchase contracts can still be misleading, with use of seller concessions, either stated or hidden, such as “allowances for repair”, “guaranteed rental income” (in excess of actual rental income), seller-paid closing costs (beyond what is customary) and favorable seller financing. These techniques are commonly taught in “No Mondy Down” seminars for novice investors and real estate sales agents. The competent appraiser will recognize these concessions for what they are, but sometimes the concessions are hidden.

Some common techniques to hide seller concessions include:

a) Seller financing which is forgiven in a side agreement. It is interesting to see letters written to internet legal forums asking for legal advice on how to accomplish such deception without accidentally causing the buyer liability for repayment.b) The hiding of written concessions in an addendum to the purchase agreement, an addendum that is then excluded from the purchase contract submitted to the lender and appraiser. c) Any form of monetary consideration other than cash at closing. For instance, equity in another property might be offered as consideration. How is the equity measured, and is it measured by an objective, competent source?d) The claim of cash or equity, other than a small earnest money deposit, that has supposedly been contributed to the purchase transaction before closing. It would be safer for the appraiser to focus on the cash deliverable to the seller at closing, adjusted by the earnest money deposit (as long as it is reasonable). It would be even safer, yet, if the appraiser ignored the purchase price until after his preliminary valuation analysis. If the initial conclusion of value is different than the purchase price, this should be the point in time when the appraiser asks himself if he has missed some important value item that is real and tangible.

2. Deceptive financial statements. An income property appraiser needs to be familiar with standard property accounting practices in order to detect unreliable income and expense statements. Whenever possible, the appraiser should request financial statements prepared by independent accountants, preferably operating statements for Year-to-date and the two previous years. Here are some tricks that appraisers should also watch out for:a. The numbers are too round. Professional property management reports are typically exact to two decimal points, as are utility bills and property taxes. Round numbers for every line item of income and expenses tell the appraiser that actual numbers were not used.

Rent-controlled apartments are experiencing a high foreclosure rates in some parts of Los Angeles. Controlled rents are typically uneven and based on application of legally set limits. For instance, a $500 per month apartment allowed a 3% increase per year will be $515 the next year, $530.45 the following year, and $546.36 the year after. A rent roll for a rent-controlled apartment should have uneven amounts for tenants who have been in place for two years or more.

b. The numbers are too consistent. Here is part of an operating statement submitted by a struggling hotelier in Orlando who has lost his Choice Hotels franchise. What clues can we find that the 2006 figures are fictitious?

• Every 2006 line item is the same multiple of the 2005 line item (1.433). This is a statistical impossibility.• Management’s report of a 43.3% increase in room revenues alone would offend common reason, for the loss of the Choice Hotels Group franchise would have been a severe blow to revenues, being cut off from Choice’s extensive reservation system. (Choice operates Comfort Suites and Inns, Clarion, Quality Inn, Sleep Inn, and Econolodge hotels.) • It is very unlikely that telecommunication revenues would have increased 43.3%, as telecommunications revenues have been universally declining among all hotels as more and more guests choose to use personal cell phones in lieu of hotel phones.

c. The inclusion of non-property-related revenues Operating statements may sometimes include revenues from other properties, activities or businesses not being appraised.

The owner of a strip center in Texas supplied deceptive operating statements that included “capital infusions” as actual income and included “common area maintenance” (CAM) reimbursements in “base rents” and as a separate line item of income, therefore double counting CAM. Also, an unusually high percentage of revenues came from late fees, which may have been uncollected. As a result of this deception, reported net operating income had been inflated from $67,000 to $178,500.

Some owners even pay themselves management fees and include these as revenues.

Operating statements may also include revenues that cannot be expected to be consistent. Apartment owners, for instance, include “late fee” income”. An apartment owner in Tulsa, Oklahoma reported so much “late fee” income that it was apparent he had a big collection problem. These late fees were being accrued, but not collected.

Also watch for one-time sources of income, such as a legal award or the sale of a part of the property. An apartment building owner in Utah applied for refinancing after an unsuccessful condominium conversion; disguising sales of condominium units as rental income.

A property owner may also be operating a business out of the appraised property, and the appraiser must be able to distinguish between property-related revenues and business revenues. Here are examples of business-related revenues that would not be likely to continue, as they require a high amount of labor and business or marketing expertise:

d. The inclusion of “Pocket-to-pocket” rental income, when the landlord is also a tenant paying himself rent. As an example, the two developers of a speculative new office building in Phoenix were having trouble leasing out enough space to satisfy the occupancy requirements of most take-out lenders, so they wrote leases to themselves creating company names from their initials. For instance, as John Does, I could write a lease to JD Development, Inc.

e. Failure to include necessary expensesThe owner of a 30-year-old Houston-area apartment property reported expenses 28% below the market average, a fact that he considered evidence of his superior management ability, but the property inspection indicated significant deferred maintenance, with over 200 original condensing units needing replacement, extensive termite and water damage to structural wood, and potholes in the parking lot. Skimping on maintenance only increases the amount of future expenses an investor can expect to incur, and this needs to be considered in the income approach.

It is common practice for some lenders to request tax return schedules relating to the appraised property. Nowadays, having been burnt by counterfeit tax returns, some U.S. lenders are requiring borrowers to sign and submit and IRS (Internal Revenue Service) form 4506T, which permits the lender to contact the IRS directly to receive a copy of the borrower’s actual tax returns. For any appraiser who has doubts about the reliability of income and expense data provided by the property owner, it is good policy to contact the lender client to obtain the appropriate tax schedules. Many lenders will thank the appraiser for taking this extra step.

Other methods an appraiser can use to determine actual expenses include requesting bank statements and cancelled checks. He can also compare reported expenses with expense comparables or expense data from the Institute for Real Estate Management (IREM), Building Owners and Managers Association (BOMA), and International Council of Shopping Centers (ICSC). These three organizations slice and dice operating data many ways, such as by region, by property size, by building age, or by property type.

3. Misrepresentation of occupancy or tenancyAppraisal textbooks commonly omit teaching the art of property inspection, which has not been deemed to merit its own “Standard Rule” in USPAP. Nevertheless, it is fundamentally important for appraisers to verify that scheduled tenants are actually occupying their assigned spaces and paying their scheduled rents. Such verification involves personal observation and communication with any tenants who are present. A diligent inspection may alert an appraiser to the following problems:

a. The tenant has vacated the premises prematurely.

b. The tenant has not moved in and might not actually intend to.

c. The tenant is paying a different amount than scheduled or is in arrears. (This can sometimes be ascertained by simply asking the tenant what he or she pays. The tenant is more likely than the landlord to mention “special arrangements”.)

Just as important, the appraiser should request and receive complete lease documents, including any amendments, and not rely only on a rent roll. As tedious as this might be, it is a useful fraud prevention procedure.

The appraiser should be skeptical of vacancies described as not being vacancies. If the tenant has left, it may be claimed that he is still making rent payments. This should be documented, such as by bank statements.

Likewise, the landlord can claim that a lease had “just been signed” for a vacant space, and one should be skeptical of tenants who have not yet moved in. For instance, a large, older medical office building in south Phoenix was described as being fully leased, but found to be half vacant, with every vacant suite having a sign announcing a new tenant. Half-vacant, older, multi-tenanted buildings do not typically go from 50% to 100% occupancy overnight.

As another example, in a recent appraisal of a multi-tenanted industrial building in Connecticut, the inspection indicated that the tenant paying the highest rent, a nightclub, had not moved in after supposedly paying 15 months of rent.

In the early 1990s, a half-vacant apartment building in Riverside, Calif., was quickly filled when the owner offered free rent, no-money-down specials to homeless individuals, shortly before he sold it to an unsuspecting investor. As the buyer quickly discovered, many of the new residents had no intention of paying rent, and the loan went into default immediately. An appraiser should always investigate the operating history of the property and try to explain any unusual changes in occupancy.

In some cases, the tenant may appear to be paying rent above the market average. There may be legitimate reasons, such as the lease being written at a time when market rents were higher, or that the tenant required specialized improvements which became amortized into the scheduled rent. A scheduled rent above market rent could also be a sign of a pocket-to-pocket lease.

Fraudulent rent rollsTo guard against relying on a fraudulent rent roll, ask tenants on-site as to how much rent they pay. Even if some tenants speak a foreign language, it pays to learn numbers and simple questions in other common languages. As is common in the U.S. southwest and major American cities, apartment tenants may speak Spanish. Asking “Cuanto pagan para la renta cada mes?” [“How much do you pay for rent each month?”] and learning numbers in Spanish can be helpful in this respect. If one cannot memorize the numbers in Spanish, one can supply the tenant with a pad of paper and a pencil to bridge the language barrier. Written numbers are a universal language.

Verification of future tenants When improvements are only proposed, verifying tenants is trickier. Developers often stretch the truth, representing letters to prospective tenants as lease commitments. Nothing substitutes for signed leases with real tenants. Letters of intent can sometimes be relied upon, but to have any credibility should come from recognized credit tenants on company letterhead.

Despite these intuitively obvious precautions, a vacant, former Costco warehouse was purchased for $1,620,000 in 2001 and appraised one year later for $21.5 million – resulting in a $14 million funded loan – with the assumption that Federal Express, Walgreen’s, AutoZone, El Pollo Loco, and Global Terratransit would be leasing it, although there was no documentation of any interest from any of these tenants. None ever moved in. An appraiser should value a property based on market rents, vacancy rates and absorption rates until bona fide leases can be produced to indicate anything to the contrary.

4. Misrepresentation of property characteristicsThere are a host of unfavorable property conditions that can be misrepresented by property owners, such as:Legality of use. An illegal use, a use contrary to zoning laws or building and safety codes, can be discovered by local authorities, who might then force the landlord to remove the improvement and/or pay for conversion of the space back to legal use. This can often lead to loan losses for lenders, particularly with multifamily properties.

The drive to perform appraisals faster has caused some appraisers to skip the task of verifying that the existing improvements are permitted by the appropriate city or governing authority, which is easily verified on-line, by a Certificate of Occupancy, or a phone call to the appropriate department.

Some argue that lax code enforcement has encouraged buyers to pay full price for illegal improvements. In such cases, a “market value” estimate may be inappropriate for a lender client, as unexpected future enforcement of city codes could jeopardize these illegal uses. All it takes is one major fire or disaster to change the political climate for code enforcement. This recently happened in the city of Chicago as the result of a disastrous fire.

Be alert to clues of illegal improvements. For instance, a studio apartment without a thermostat, in a building with central heating and cooling, could be a walled-off master bedroom from another two-bedroom apartment. Some landlords do this because they can get more rent from a one bedroom apartment and a studio together than from a two bedroom apartment alone.

As verifiable as it is, even a property’s zoning can be misrepresented. A landowner in south Florida who wished to build a community shopping center claimed commercial zoning, but checking with county officials, the parcel actually had agricultural zoning with a designated future land use of commercial, but the only commercial use that the county government intended to approve for the subject site was warehouse use.Availability of utilities. Some landowners without access to fresh water or sewers might misrepresent this, knowing that their land would otherwise be appraised lower. The potential for loan losses can be huge. An appraiser should try to verify this with the relevant municipality or private utility company. Property owner claims of receiving water or sewer service soon also need to be verified.

Property size. Too many appraisers have departed from the practice of measuring properties or consulting an objective source for property size, relying instead on rent rolls or landlord claims of property size.Property condition. Although the condition of the property will be somewhat obvious at the time of inspection, the severity of the deferred maintenance can often be understated. Non-functioning equipment, particularly elevators, may be permanently rather than temporarily disabled.

Some owners may contend that major renovations have occurred since they acquired the property, renovations that may not be evident. This was the case with the Oklahoma apartment property described earlier, in which a $350,000 renovation allowance was deducted from the purchase price at closing, but no evidence showed that $350,000 had been spent; all units still had original appliances and carpets from the early 1970s. The $350,000 was just a cash reduction of the purchase price.

5. Undisclosed conditions negatively affecting value.

Here are two worth mentioning:• Hidden encumbrances, such as special assessmentsUSPAP Standard Rule 1-2 (e) states that an appraiser must “identify the characteristics of the property that are relevant to the type and definition of value and intended use of the appraisal, including…any known easements, restrictions, encumbrances, leases, reservations, covenants, contracts, declarations, special assessments, ordinances, or other items of a similar nature….” This information is typically found in the preliminary title report, but obtaining such a report is easier said than done in today’s hurried and sloppy lending climate, with many lender clients today failing to provide such reports in a timely manner. One bank took a $2 million loss on an incomplete subdivision in Utah when the appraiser failed to know about significant special assessments from the city for providing necessary infrastructure. For this reason, an appraiser should be emphatic about receiving a title report from the client for the client’s own protection. • Environmental damageAs with properties in industrial or rural areas or near airports or gasoline service stations, there are databases that an appraiser can check for any known environmental hazards, such as leaking underground storage tanks or SuperFund sites. One useful website in the U.S. is www.epa.gov. (Its list of contaminated properties should not be considered as all inclusive, nevertheless.) The owner of a trailer park in Michigan failed to disclose that the park was an unremediated SuperFund site, as its groundwater had become contaminated. The park owner’s solution was to connect to the local city water supply, but an appraiser should also consider the stigma of the park still being an unremediated SuperFund site.

6. Unrealistic projections of sales, income and expenses

Absorption and price projections (Residential)

Residential developers often submit fanciful projections of sales prices and rates of sales to influence the appraiser. A recent example was a proposed condo project at a ski resort. The developer and his pet appraiser projected condo prices up to $4 million at a sales rate of 12 per month. Public records indicated only two condo sales per month in the whole town, and new detached luxury homes next door were listed for sale at prices of $3 million and less. An appraiser needs to quantify the rate of sales occurring in the market from objective and comprehensive data sources.

Pro Forma Cash Flow Projections (Commercial)

One of the most common errors in commercial property owners’ projections is the underestimation of expense increases and the overestimation of increases in income. In examining the long-term operating history of income properties, expenses always increase faster than revenues over the life of the building. This is why expense ratios are higher for older buildings. There is a logical reason for this. As a building ages it becomes less competitive in its market and the rate of rental increase slows, while the aging of the property requires increasing maintenance and capital improvements expenditures. This is the reality of physical and functional obsolescence.

Conclusion

Appraisers should be prepared for dishonesty and always consider the possibility of bias or inaccuracy in information submitted by interested parties. I have presented some common deceptions being practiced and some possible remedies. Appraisers can be doing more to protect their clients against fraud, but the extent of this obligation is not yet agreed upon in our profession. Regardless of what we agree upon as proper due diligence, it will be the aggrieved clients, rightly or wrongly perceiving negligence on the part of the appraiser, who may ultimately set new standards for appraiser verification and due diligence, either through litigation or legislation or the reshaping of Executive branch regulation (such as the HVCC). The appraisal profession owes its existence to the public’s need for protection, and those appraisers who truly care about their clients will look beyond minimum professional standards and practice the neglected art of verification and due diligence.

For those readers who wish to implement a fraud prevention action plan, here is a recommended checklist:

PURCHASE CONTRACT yes no• Does it not include all addenda and paragraphs referenced in the document? ___ ___• Are there missing signatures? ___ ___• Is there seller financing? ___ ___• Is the seller financing at a favorable rate or allowed to be forgiven? ___ ___• Is there reason to suspect that the buyer and seller are related parties? ___ ___• Was the property listed at a lower price than the contract price? ___ ___• Was the property not listed for sale? (Ask how the seller found the buyer.) ___ ___• Does the contract include allowances that reduce cash to the seller? ___ ___• Are there third parties providing cash to the buyer or seller? ___ ___• Is there are another type of consideration in lieu of cash to the seller at close of escrow? ___ ___• Is the BUYER trying to mislead you? ___ ___• Is the purchase price significantly above the previous, recent purchase price? ___ ___

PROPERTY HISTORY

• Has the property been sold recently? ___ ___• Has the property traded more than once in a short time span? ___ ___• Has the property been listed for sale for more than a year? ___ ___• Are there delinquent taxes or other liens on the property? ___ ___• Is the property on the CERCLA SuperFund web site? ___ ___

PROPERTY CONDITION

• Is there evidence of significant deferred maintenance? ___ ___• Are any of the improvements not covered by permits? ___ ___• Is the property not the same size as represented by the borrower? ___ ___• Have alleged renovations not been completed? ___ ___

OPERATING INFORMATION

• Are the financial statements provided not the most current available? ___ ___• Are the financial statements inconsistent with the leases or rent control? ___ ___• Are the borrower's financial statements not supported by tax returns? ___ ___• Does the borrower admit to filing false tax returns? ___ ___• Are numbers rounded instead of exact? ___ ___• Does gross rental income refer to scheduled income instead of collected income? ___ ___• Is property management considered a revenue item? ___ ___• Are there revenues not related to the operation of the subject property? ___ ___• Is there unexplained “other income”? ___ ___• Have certain revenues been double-counted? ___ ___• Are revenues received for services that are not normally billed? ___ ___• Have capital infusions or payments between owners been counted as income? ___ ___• Is the difference between scheduled income and collected income inconsistent with vacancy at the subject property? ___ ___• Are revenues or expenses inconsistent with similar properties in the area? ___ ___• Are individual line items all increasing at the same exact rate? ___ ___

CONSTRUCTION

• Did the borrower not provide plans or specifications? ___ ___• Did the borrower not provide signed leases or else LOIs on company letterhead? ___ ___• Are the proposed improvements inconsistent with the zoning of the site? ___ ___• Are there no permits for the construction? ___ ___• Does the construction inspector have a vested interest in the transaction? ___ ___• Is there no verifiable proof of entitlements, such as an approved final map? ___ ___• Is there no verifiable proof of the availability of utilities? ___ ___

OCCUPANCY

• Are the tenants listed on the rent roll not there? ___ ___• Is the landlord listed as a tenant on the rent roll? ___ ___• Were parts of the property not available for your inspection? ___ ___• Does the property have a history of high vacancy? ___ ___• Were you able to verify rents with tenant estoppel agreements or interviews? ___ ___• Is the stated occupancy inconsistent with the number of parked cars in the parking lot? ___ ___

ABOUT THE AUTHOR: Vernon Martin, M.S.R.E., CFEVernon Martin, CFE, is the principal and founder of American Property Research, a valuation and advisory firm serving commercial mortgage lenders. He is a Certified Fraud Examiner (CFE) and certified general appraiser in several states and has a Master of Science in Real Estate degree from Southern Methodist University and an undergraduate degree in Urban Geography from the University of Chicago. He has previously functioned as the chief commercial appraiser at Home Savings of America, IndyMac Bank and Velocity Commercial Capital. He teaches part-time at California State University and has published in The Appraisal Journal, The Banking Law Journal, Real Estate Review, The RMA Journal, Fraud Magazine and Mortgage Banking.

While every effort has been made to ensure the accuracy of this publication, it is not intended to provide legal advice as individual situations will differ and should be discussed with an expert and/or lawyer.For specific technical or legal advice on the information provided and related topics, please contact the author.